After the call let down

By Mike Philie
In March 9, 2009

I met with a business owner today who is the chief (and only) sales rep. The company is a very successful digital shop in a bustling metropolitan marketplace. They are having wonderful success in getting appointments with new prospects. The meetings they have are great. The snag is that there is very little, if any follow up. We discussed a fairly straight forward follow up process that the marketing director will coordinate to take advantage of these wonderful first meetings and I'm convinced that they will follow through as I'm holding their feet to the fire on this.

Now, look in the mirror. How's your follow up process. Do you have a plan that is easy to implement, repeatable and provides the metrics of success that will help you and your company benefit from your hard work? If you don't, I would encourage you to build one so that you don't experience the After the call let down… Happy selling!
Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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